Building Trust: A Three-Step Approach to Enhance Your Career
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Chapter 1: The Significance of Trust
Understanding the importance of trust has been pivotal in my career development. I successfully navigated two acquisitions and advanced from a Junior Engineer to an Engineering Director in less than ten years. This rapid growth was not without its challenges.
Why is Trust Crucial?
In ancient times, when a newcomer joined a tribe, their competence and trustworthiness were paramount. They had to be skilled hunters to contribute to the tribe's survival and reliable enough not to betray the community. The same principles apply today. When someone enters a new environment, the underlying questions are:
- Are they capable?
- Can they be trusted?
While many focus on enhancing their skills, the ability to be trusted is equally, if not more, important. As AI continues to lower the barriers to expertise across various fields, the key differentiator will be trustworthiness. Mastering the art of building and maintaining trust is essential for anyone looking to advance their career or attract clients as a business owner.
How I Undermined My Own Progress
At the beginning of my career, I believed I was performing well. My ambition was to ascend to a leadership role, and being part of a startup allowed me to take on more responsibilities and step outside my comfort zone. I thought everything was going smoothly until my manager called me into his office for a serious discussion.
He directly asked about the status of Project X, clearly upset, and expecting excuses. I felt a wave of anxiety, but I managed to show him my completed work, surprising him. His response, "Why didn’t you say so?" made me realize my oversight. I was inadvertently hindering my own growth.
He explained, "If you don't establish trust, people will hesitate to assign you more responsibilities." This insight prompted me to adopt a new strategy, leading to improvements in my career trajectory.
The Say/Do/Show Formula
The Say/Do/Show formula is a straightforward three-step process that requires consistency:
- Say what you will do.
- Follow through and do it.
- Demonstrate that you completed the task.
The challenge lies in consistently applying all three steps. If any step is neglected, the formula fails.
This formula is universally applicable—whether with managers, clients, or even pets. Its simplicity ensures that it rarely misfires.
Pitfalls of Neglecting Steps
Neglecting to announce your intentions.
If you fail to communicate your plans, others may view your success as mere luck. Many individuals shy away from the spotlight, believing it’s better to work quietly. However, announcing your goals invites accountability and can enhance your reputation.
Not following through.
Failing to deliver on your commitments will erode trust. It’s essential to remember that a lack of follow-through can lead to exclusion from the group, a behavior rooted in our collective history.
Failing to showcase your achievements.
If you don’t share your completed work, it may go unnoticed. Many believe that self-promotion is boastful, but a simple email or update in a meeting suffices. This practice is crucial for closing the loop and reinforcing trust.
Who Needs Trust?
Trust must be established with everyone—team members, supervisors, clients, and stakeholders. The goal is to make this process second nature, applying the Say/Do/Show formula consistently until it becomes automatic.
By being recognized as a reliable individual, you’ll accelerate your career opportunities and become a valuable asset to others. In my managerial role, I rarely receive updates like, "I completed X and am moving on to Y." But when I do, it’s a relief, reducing my workload and reinforcing their trustworthiness.
The ability to cultivate and sustain trust has been instrumental in my career advancement. Each time my environment changed, I had to re-establish my competence and reliability. Embrace this formula and ensure you don’t overlook any steps, as I did early on. It can dramatically elevate your career path.
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Stay connected,
Daniel
Chapter 2: The Trust Equation
In the next section, we delve deeper into the principles of building trust and how they can be applied in various contexts.
This video by David Maister explains the Trust Equation, emphasizing how to cultivate trust effectively.
Section 2.1: Key Behaviors for Trust-Building
In this section, we will explore essential behaviors that foster trust, especially in uncertain times.
Stephen M.R. Covey discusses four key behaviors that can help build trust, particularly during challenging circumstances.